Hotel Sales Director

Employment Type: [Not Specified] Location Type: [Not Specified] Salary: [Not Specified]

Position Overview

Sojern is seeking an energetic and driven Hotel Sales Director to join our Americas Property Sales Team. In this role, you will act as a dynamic player-coach, contributing to monthly acquisition goals while managing, coaching, and growing a team of passionate Sales Managers. You will be instrumental in scaling Sojern’s independent property business segment through prospecting, pitching, nurturing, and closing new business, alongside implementing coaching and management practices. Your focus will be on scaling outbound sales efforts, increasing pitch efficiency, and fostering strong relationships with internal cross-departmental teams. Our mission is to build a sharp, focused, and dynamic team of outbound sales experts to elevate Sojern’s business.

Responsibilities

• Team Leadership & Coaching:
  • Lead and empower a team of senior sales professionals, as well as entry-level and intermediate employees.
  • Conduct weekly 1:1 meetings with Sales Managers for hands-on coaching and development.
  • Lead weekly team meetings and training sessions.
  • Provide value-add coaching in complex prospecting conversations, including objection handling, customizing call flow, and leveraging influence.
  • Conduct reviews of complex prospecting calls with clients of diverse complexities, demonstrating a strategic approach to coaching.
• Sales Performance & Strategy:
  • Individually manage a small book of business to generate new business.
  • Create and deliver compelling, data-backed sales presentations tailored to client needs.
  • Establish and enforce best practices in lead qualification, pitch discovery questions, consultative selling, pipeline management, and sales funnel reporting.
  • Drive towards targeted outcomes (pitches made, business won, conversion rates) to increase and maintain sales productivity.
  • Consistently achieve or exceed quarterly and annual sales targets through effective pipeline management and sales strategy.
• Process Improvement & Collaboration:
  • Assist in Sales hiring, training, and development, including building and updating training materials and internal SOPs.
  • Identify and recommend improvements for the Sales process, tools, and efficiency.
  • Lead cross-collaboration efforts with managers from different teams.
  • Encourage internal relationships with commercial leaders to ensure proper hand-off and growth of new business.
• Employee Lifecycle Management:
  • Responsible for the full employee life cycle, including hiring, onboarding, goal alignment, work assignments, coaching/performance management, and strategic resource planning.
• Communication & Culture:
  • Act as a role model for clear and impactful communication.
  • Facilitate and encourage team collaboration through active listening.
  • Coach with awareness, challenge the status quo, encourage ownership, effectiveness, and champion continuous improvement.
• Salesforce Utilization:
  • Proficiently utilize Salesforce, adhering to Sojern’s architecture and guidelines.
  • Report on KPIs, including individual and team results.

Requirements

• Experience:
  • 5+ years of sales experience required (Inside Sales experience preferred).
  • At least 1 year of experience in the hotels/hospitality industry.
  • Strong track record of managing senior sales teams.
• Education:
  • Bachelor’s degree in Business, Marketing, Hospitality Management, or a related field.
• Skills:
  • Demonstrated experience leading and empowering sales professionals at various levels.
  • Strong understanding of Sojern’s solutions and value proposition.
  • Ability to effectively build and manage KPIs.
  • Confident and experienced in client-facing sales and coaching.
  • Proficient in Salesforce.

Application Instructions

[Not Specified]

Company Information

Sojern is a leading digital marketing platform for travel brands.